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Relationships And Power In Negotiations

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Running head: RELATIONSHIPS AND POWER IN NEGOTIATIONS Relationships and Power in Negotiations Name Course Professor Date 1 RELATIONSHIPS AND POWER IN NEGOTIATIONS 2 Relationships and Power in Negotiations Power manifests itself in various human interactions, and it may influence the nature of the communication between two individuals. In negotiations, the power and relationship between the two negotiating parties hugely impact the results of the negotiation. In most negotiations, there is no horizontal relationship between the negotiating parties. A horizontal relationship implies a situation where the negotiating parties perceive each other as equal parties hence have an equal power of influence in the negotiations. Conversely, most negotiations (particularly employee-employer negotiations) are vertical. In vertical negotiations, one party wields more power and influence in the negotiation process and uses the said power to his/her advantage to the detriment of the other party. Usually, the superior party in the negotiation process uses his advantage to negotiate a better deal. On the other hand, the weaker party is more desperate and likely to accept any offer put forward to him. As a result, this academic research paper specifically discusses the role of power and relationships in a salary negotiation process. The Role of Power in the Negotiation Process Importantly, in an employer-employee relationship, the employer has the upper hand in the negotiation process. The ...
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